Application Guide
How to Apply for Senior Solution Sales Executive - Sustainability Reporting (Strategic Accounts)
at Workiva
🏢 About Workiva
Workiva specializes in streamlining integrated ESG reporting, helping organizations achieve transparent climate impact tracking and compliance. The company stands out by offering a unified platform that connects data, reporting, and teams, making complex sustainability reporting more efficient and accurate. Working at Workiva means contributing to meaningful environmental transparency while being part of a remote-first, innovative tech company.
About This Role
As a Senior Solution Sales Executive for Strategic Accounts, you'll drive sales growth by prospecting and closing deals with large organizations needing sustainability reporting solutions. This role involves leading the full sales cycle—from needs analysis and platform demos to objection handling and negotiation—specifically for Workiva's sustainability reporting tools. Your success directly impacts companies' ability to meet ESG compliance and transparently report their climate impact.
💡 A Day in the Life
A typical day involves prospecting for new strategic account opportunities via outreach to sustainability leaders, collaborating with Inside Sales on lead follow-up, and conducting tailored Workiva platform demos for clients. You'll spend time analyzing client reporting challenges, preparing proposals, and negotiating deals, all while staying updated on ESG regulations to inform sales strategies in a remote setting.
🚀 Application Tools
🎯 Who Workiva Is Looking For
- Has 6+ years in sustainability consulting or solution sales, with proven success in closing deals for ESG or carbon accounting software.
- Deeply understands sustainability reporting trends, carbon accounting, and the SaaS business model, able to speak fluently about market drivers like SEC climate rules or CSRD.
- Excels at consultative selling: can analyze a client's reporting challenges, tailor Workiva platform demos to their needs, and navigate objections with solutions.
- Thrives in a fast-paced remote environment, collaborating with Inside Sales and Partnerships teams to build pipeline and close strategic accounts.
📝 Tips for Applying to Workiva
Quantify your sales achievements in sustainability or ESG solutions—mention deal sizes, quota attainment, or growth metrics for strategic accounts.
Highlight specific experience with carbon accounting frameworks (e.g., GHG Protocol) or sustainability reporting standards (e.g., GRI, SASB, TCFD) in your resume.
Tailor your application to show you've researched Workiva's platform—reference features like Wdata or Wdesk for ESG reporting in your cover letter.
Emphasize remote collaboration skills, as this role involves coordinating with distributed teams (Inside Sales, Partnerships) to generate pipeline.
Include keywords from the job description like 'sustainability reporting market,' 'objection handling,' and 'SaaS business model' to pass initial screenings.
✉️ What to Emphasize in Your Cover Letter
["Demonstrate your understanding of the sustainability reporting market—cite trends like regulatory pressures (e.g., EU CSRD) and how Workiva's platform addresses them.", "Share a brief example of how you've successfully sold a complex SaaS solution to strategic accounts, focusing on your process from prospecting to close.", "Explain why you're passionate about Workiva's mission of 'streamlining integrated ESG reporting' and how your experience aligns with their focus on transparency and compliance.", 'Mention any direct experience with carbon accounting or ESG reporting tools, even if not Workiva, to show immediate relevance to the role.']
Generate Cover Letter →🔍 Research Before Applying
To stand out, make sure you've researched:
- → Explore Workiva's ESG solutions page and customer case studies to understand how clients use their platform for sustainability reporting.
- → Review recent Workiva news or blog posts about ESG reporting, carbon accounting, or regulatory updates to discuss industry alignment.
- → Investigate the company's remote culture and collaboration tools, as this role requires effective coordination with distributed teams.
- → Study the competitive landscape for ESG reporting software to articulate how Workiva differentiates itself in sales conversations.
💬 Prepare for These Interview Topics
Based on this role, you may be asked about:
⚠️ Common Mistakes to Avoid
- Applying with a generic sales resume that doesn't highlight sustainability or ESG-specific experience—this role requires niche market knowledge.
- Failing to demonstrate understanding of the SaaS business model or sustainability reporting trends in your application materials.
- Overlooking the strategic accounts focus—candidates should emphasize experience with large, complex sales cycles rather than SMB transactions.
📅 Application Timeline
This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.
Typical hiring timeline:
Application Review
1-2 weeks
Initial Screening
Phone call or written assessment
Interviews
1-2 rounds, usually virtual
Offer
Congratulations!